Unveiling Hidden Compensation: How Employee Benefit Consultants and Brokers Profit from Plan Sponsors

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In this encore episode of 'Relentlessly Seeking Value,' Stacey Richter interviews A.J. Loiacono, CEO of CapitalRx. They delve into the hidden compensation practices of Employee Benefit Consultants (EBCs) and brokers engaging with plan sponsors. The discussion unveils the potential conflicts of interest and self-serving behaviors of these intermediaries, who sometimes prioritize their own financial gain over the best interests of employers and employees. With the enforcement of the Consolidated Appropriations Act (CAA), plan sponsors now have the power and responsibility to request full disclosure of all direct and indirect compensations being made. The conversation brings to light the murky and often unethical practices within the industry and emphasizes the importance of transparency and diligence for self-insured employers to avoid unreasonable and secretive fees that ultimately increase their total costs.

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07:09 Who can get in trouble for mismanaging employee funds?

07:48 “When you talk about conflicts of interest, they’re everywhere.”

13:13 “You’re paying for access.”

13:34 Why is it important to request that they disclose direct and indirect compensation?

14:04 What are the layers to these hidden fees and compensations?

18:13 What is a reasonable fee for a good plan admin?

19:27 “I think people need to take a step back and say, ‘How many different ways are they getting compensated?’”

24:50 “The compensation is not just unreasonable, but if they were to move it, they would lose access to an entire column of revenue.”

25:06 “For every good broker consultant, there’s a horrible individual lurking out there and it’s easy to figure out: Ask for them to disclose their fees.”

28:08 “You can’t win if you can’t even pay the house fee to come in.”

31:35 Why do you need to ask for disclosure, and what do you need to ask specifically?

32:21 What are some of the characteristics of a good plan consultant?